Business Development Representative - IT Services (Reseller Channel Focus)

About the Role

As a Business Development Representative (BDR) for our IT Services portfolio, you play a critical role in driving growth through our reseller and channel ecosystem. You'll build and deepen relationships with channel partners and resellers, equip them with the knowledge and tools to confidently position our services, and help uncover and progress new opportunities.

In this inside-based role, you act as a subject matter expert (SME) on our IT services portfolio and a key connector between partners, field teams, and internal stakeholders. Working closely with your assigned Field Business Development Executive (BDE) counterpart(s), as well as sales, operations, and delivery teams, you will help increase adoption, accelerate revenue and profitability, and expand our services footprint in the market.

This is a great opportunity for a motivated sales or channel professional who enjoys partner enablement, solution selling, and driving measurable impact across a large ecosystem.

What You'll Do

• Build and nurture partner relationships

  • Develop and maintain strong relationships with channel partners and resellers.

  • Ensure partners are informed, enabled, and supported in positioning our IT services portfolio.

• Collaborate across the channel ecosystem

  • Work closely with Business Development Executives, Channel Managers, and Inside Account Executives to develop joint partner strategies and co-sell opportunities.

  • Execute coordinated, services-led sales motions across assigned territories.

• Serve as the primary inside point of contact

  • Act as the go-to resource for partner inquiries related to service offerings, quoting, ordering, and customer use cases.

  • Provide excellent customer and partner support for service-related questions and requests.

• Drive outbound demand generation

  • Execute outbound prospecting into non-named partner accounts to identify new service opportunities.

  • Follow up on marketing-generated leads and help partners qualify, advance, and close service deals.

  • Partner with field teams to create and run targeted outbound initiatives that drive top-of-funnel IT services demand.

• Own and manage the services pipeline

  • Track, qualify, and manage the IT services pipeline across assigned partners.

  • Ensure timely follow-up, accurate forecasting, and effective progression of opportunities through the sales cycle for both partners and field stakeholders.

• Enable partners and internal teams

  • Conduct enablement sessions for partners and field teams on our IT services portfolio, positioning, and value propositions.

  • Provide guidance and education on how to position, configure, price, and quote IT service alternatives.

• Analyze performance and recommend strategies

  • Analyze pipeline trends, partner performance, and market data to identify gaps and growth opportunities.

  • Recommend strategies that improve results for both inside and field teams and enhance channel engagement.

• Coordinate seamless service delivery

  • Collaborate with internal operations, delivery, pricing, and technical teams to ensure alignment on scoping, quoting, and execution of service opportunities.

  • Support partner business planning, participate in quarterly business reviews, and contribute to account strategies alongside sales executives.

• Continuously build your expertise

  • Develop deep knowledge of our services portfolio-including lifecycle services, professional services, cloud/modernization services, and support offerings-as well as key market and competitive trends.

  • Participate in vendor or industry-specific training to strengthen your technical and service-related expertise.

What We're Looking For

• Experience & background

  • 1-3 years of experience in business development, channel sales, inside sales, or a related revenue-generating role; experience within IT services or technology solutions is a plus.

  • Understanding of channel go-to-market motions, reseller business models, and service-based sales processes.

• Skills & capabilities

  • Ability to quickly learn and clearly articulate complex service offerings (e.g., managed services, cloud services, professional services).

  • Excellent verbal and written communication skills, including the ability to present service capabilities and deliver partner trainings.

  • Strong organizational skills with experience managing a pipeline, prioritizing activities, and maintaining attention to detail.

  • Demonstrated ability to build strong, trust-based relationships and collaborate with a diverse range of partners and internal teams.

  • Creative problem-solving skills with the ability to translate customer and partner needs into practical service solutions.

  • Comfort working in a fast-paced environment with shifting priorities and services-led sales cycles.

• Tools & work style

  • Proficiency with CRM and sales tools, with the ability to quickly learn new systems and technologies.

  • Openness to occasional travel for partner meetings, events, and training sessions.

If you're excited about helping partners grow their services business, enjoy collaborating across teams, and want to deepen your expertise in IT services within the channel, we'd love to hear from you.